It's all about trust

- Think about the last time…you made a large personal purchase,…like a house, car, motorbike, or a multi-media unit.…Did the sales person just dive into the technical features…of the product,…or did they make a personal connection with you first?…As a sales engineer, or SE,…you need to have to deal with people…and quickly form a working relationship…with total strangers over and over again.…It's unavoidable,…yet it's not as hard as it may initially seem.…

Most people outside the industry view the salesperson…as owning the relationship,…dealing with executives and businesspeople,…and the sales engineer, dealing with the techies.…A few old-fashioned companies still enforce that system.…Most now believe that you form the relationship based…on who has the best connection, not by job role or title.…It's not unusual for an SE or an SE manager…to have the ear of a CIO or a CTO.…So why make that statement…that it's not really that hard?…It's because customers would rather talk to you…than almost anyone else in your company.…

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Released

11/8/2017

Salespeople sell the product. Developers build the product. Sales engineers bridge the gap. Sales engineering, also known as technical sales, is an in-demand and well-paid role. But many people don't know the job even exists. This course introduces the role and responsibilities of the sales engineer, along with the main concepts of technical sales. It is designed for salespeople who want to enter Silicon Valley and the engineers who want a more customer-oriented role. Instructor John Care shows how to uncover business problems, link those problems to your solution, and present it to the customer for consideration. He also provides tips for making an effective sales pitch. Start watching to learn more about this exciting new sales career.